WEBVTT 1 00:00:00.000 --> 00:00:08.960 Welcome, welcome, welcome to the Prosper Leader membership call. 2 00:00:08.960 --> 00:00:15.800 This is the beginning of the month, so it is our kickoff, how we jumpstart the month. 3 00:00:15.800 --> 00:00:21.200 And today, we're going to be talking something very, very important, I think important to 4 00:00:21.200 --> 00:00:29.680 most of you, and that is how do you attract your ideal client? 5 00:00:29.680 --> 00:00:39.320 What are the steps from finding to meeting them, to connecting, to creating rapport, 6 00:00:39.320 --> 00:00:44.520 having them want to work with you, what are the steps? 7 00:00:44.520 --> 00:00:52.560 And for whatever reason, I'm not sure why, but the metaphor, the analogy of fishing is 8 00:00:52.560 --> 00:00:55.840 what has been coming up for me. 9 00:00:55.840 --> 00:01:00.800 So I don't know if it's because my son is a fisherman, and so as he was growing up, 10 00:01:00.800 --> 00:01:09.000 I watched him fish a lot, or I'm watching The Chosen and Jesus. 11 00:01:09.000 --> 00:01:18.080 And so I'm going to use the analogy of fishing to help you think about attracting your ideal 12 00:01:18.080 --> 00:01:19.720 client. 13 00:01:19.720 --> 00:01:25.520 It really plays through every step of the way, and you know, Jesus said, I will make 14 00:01:25.520 --> 00:01:29.080 you fishers of men. 15 00:01:29.080 --> 00:01:32.440 And so he saw the analogy too. 16 00:01:32.440 --> 00:01:35.760 And so I think it's a perfect analogy to share with you this morning. 17 00:01:35.760 --> 00:01:43.100 But let's start with prayer, and then build from there, okay? 18 00:01:43.100 --> 00:01:47.720 So Father, I just thank you for this day, I thank you for the gift of life, I thank 19 00:01:47.720 --> 00:01:52.320 you for every good and perfect gift that you've placed inside of us. 20 00:01:52.320 --> 00:01:58.880 And I ask that you will equip and empower us by the power of your Holy Spirit to be 21 00:01:58.880 --> 00:02:05.880 able to release the gifts you've placed inside of us to serve a hurting world. 22 00:02:05.880 --> 00:02:13.840 So I ask for wisdom and discernment and direction and understanding as I go forth, that we will 23 00:02:13.840 --> 00:02:24.080 know how to truly show up and allow you to show out through us to touch lives. 24 00:02:24.080 --> 00:02:26.760 So I give thanks in Jesus name. 25 00:02:26.760 --> 00:02:27.760 All right. 26 00:02:27.760 --> 00:02:37.880 So if we look at the analogy of fishing, you can see all of the parallels when it comes 27 00:02:37.880 --> 00:02:41.080 to reaching people, right? 28 00:02:41.080 --> 00:02:45.560 So first, of course, you got to know what kind of fish you want to catch. 29 00:02:45.560 --> 00:02:51.720 And that is really important, because if you're fishing for a swordfish, you don't want to 30 00:02:51.720 --> 00:02:54.880 be fly fishing up a river, right? 31 00:02:54.880 --> 00:03:00.440 If you're fishing for bass, well, unless it's sea bass, you don't want to be out in the 32 00:03:00.440 --> 00:03:01.840 ocean. 33 00:03:01.840 --> 00:03:08.760 And so each fish requires a different, is in a different location, likes a different 34 00:03:08.760 --> 00:03:15.240 kind of bait, different lure, like everything is different. 35 00:03:15.240 --> 00:03:23.680 And so when we look at fishing as a metaphor for your ideal client, that's the first step 36 00:03:23.680 --> 00:03:28.760 is what fish is it that you are desiring? 37 00:03:28.760 --> 00:03:34.120 And so we would call that our niche, our ideal client. 38 00:03:34.120 --> 00:03:36.840 Who is your ideal client? 39 00:03:36.840 --> 00:03:42.660 Now I find this is the number one area that coaches really, and consultants and healers 40 00:03:42.660 --> 00:03:44.680 really fall down on. 41 00:03:44.680 --> 00:03:46.960 They're not clear. 42 00:03:46.960 --> 00:03:52.520 When they come to me and I've talked to hundreds and hundreds, even thousands of coaches, honestly, 43 00:03:52.520 --> 00:03:59.360 and I ask them their niche, and they usually say something like women over 50. 44 00:03:59.360 --> 00:04:03.840 Women over 50 is not a niche, that's half the population. 45 00:04:03.840 --> 00:04:07.980 There's a big difference in women over 50. 46 00:04:07.980 --> 00:04:13.040 So we've got to get much, much more specific, right? 47 00:04:13.040 --> 00:04:19.980 And so getting clear on your niche is the first step. 48 00:04:19.980 --> 00:04:28.120 So that when you're clear, when you're clear, you know what it is that they truly desire, 49 00:04:28.120 --> 00:04:29.880 what's important to them. 50 00:04:29.880 --> 00:04:36.040 You know what their pains are, what is it that they're really struggling with? 51 00:04:36.040 --> 00:04:40.680 And because that's going to become important as you make your offer. 52 00:04:40.720 --> 00:04:47.840 And so really getting clear, the more you know about them, where do they hang out? 53 00:04:47.840 --> 00:04:54.560 You know, a 50-year-old mom who maybe has high school, maybe she's a full-time mom, 54 00:04:54.560 --> 00:05:00.080 homeschool mom, has high school students is very different than, let's say, a 50-year-old. 55 00:05:00.000 --> 00:05:03.600 called CFO in corporate America. 56 00:05:03.600 --> 00:05:07.640 They have totally different needs, desires, pains. 57 00:05:07.640 --> 00:05:12.880 And so the first part of fishing or attracting 58 00:05:12.880 --> 00:05:18.360 your ideal client is getting super clear on your who. 59 00:05:18.360 --> 00:05:20.680 Who is it that you serve? 60 00:05:20.680 --> 00:05:22.760 And I look at this. 61 00:05:22.760 --> 00:05:27.800 I look at niche, also another metaphor, like dating, right? 62 00:05:27.800 --> 00:05:29.560 It's like you're making a match. 63 00:05:29.560 --> 00:05:33.600 And so who would you just absolutely love to work with? 64 00:05:33.600 --> 00:05:36.360 Because I believe we should be in a business that we love. 65 00:05:36.360 --> 00:05:38.160 So who do you connect with? 66 00:05:38.160 --> 00:05:39.960 Who's fun for you to work with? 67 00:05:39.960 --> 00:05:43.040 Who do you enjoy being around, right? 68 00:05:43.040 --> 00:05:46.040 Like for me, it's spiritually minded entrepreneurs. 69 00:05:46.040 --> 00:05:48.080 I just love that. 70 00:05:48.080 --> 00:05:54.200 I love spiritually minded Christian coaches, healers, 71 00:05:54.200 --> 00:05:55.440 in network marketing. 72 00:05:55.440 --> 00:05:57.120 Like they light me up. 73 00:05:57.120 --> 00:05:58.480 It's fun. 74 00:05:58.480 --> 00:06:01.720 And who is going to relate to you? 75 00:06:01.720 --> 00:06:04.960 And who will most benefit from what you offer? 76 00:06:04.960 --> 00:06:07.000 And you get a match, right? 77 00:06:07.000 --> 00:06:08.800 And that's what we want to do with our niche. 78 00:06:08.800 --> 00:06:10.440 We want to have a match. 79 00:06:10.440 --> 00:06:14.360 And so in a lot of ways, you are the bait, right? 80 00:06:14.360 --> 00:06:17.280 Because you're offering you and the gifts God has put in you. 81 00:06:17.280 --> 00:06:19.800 And so how is that connection going to be made? 82 00:06:19.800 --> 00:06:24.160 So step one, determine your who. 83 00:06:24.160 --> 00:06:28.040 Who is it that you're called to work with? 84 00:06:28.440 --> 00:06:30.640 Let me look at my notes so I don't miss anything. 85 00:06:30.640 --> 00:06:35.720 OK, number two then, and this is usually greatly lacking. 86 00:06:35.720 --> 00:06:43.040 The second thing is your value proposition, right? 87 00:06:43.040 --> 00:06:44.680 Your value proposition. 88 00:06:44.680 --> 00:06:46.480 This is actually the bait, OK? 89 00:06:46.480 --> 00:06:48.920 So your ideal client is the fish. 90 00:06:48.920 --> 00:06:53.120 And the value proposition is truly your bait. 91 00:06:53.120 --> 00:06:57.840 And so when you're thinking about the value proposition, 92 00:06:57.840 --> 00:07:00.760 this is your big promise, OK? 93 00:07:00.760 --> 00:07:04.600 So when I do a breakthrough coaching intensive 94 00:07:04.600 --> 00:07:07.040 to help people get really clear on this stuff, 95 00:07:07.040 --> 00:07:11.400 I want to come up with a big result, a big promise. 96 00:07:11.400 --> 00:07:14.640 And I like to think of this and actually create it 97 00:07:14.640 --> 00:07:16.600 as a headline, right? 98 00:07:16.600 --> 00:07:20.200 So what is the problem that you solve? 99 00:07:20.200 --> 00:07:23.040 And most people are not clear on that. 100 00:07:23.040 --> 00:07:25.040 And it's super important. 101 00:07:25.040 --> 00:07:26.080 How do you help? 102 00:07:26.080 --> 00:07:28.960 What transformation will they experience? 103 00:07:28.960 --> 00:07:32.640 How will their life be better changed, enhanced, 104 00:07:32.640 --> 00:07:34.920 working with you, OK? 105 00:07:34.920 --> 00:07:37.640 And so if you were going to put on your website 106 00:07:37.640 --> 00:07:39.600 or on your social media or somewhere, 107 00:07:39.600 --> 00:07:42.240 I would have the big promise as the headline. 108 00:07:42.240 --> 00:07:46.640 That's the transformation that your client will experience. 109 00:07:46.640 --> 00:07:48.640 That's the results that you deliver. 110 00:07:48.640 --> 00:07:52.200 And then I would have the subheadline is the niche, OK? 111 00:07:52.200 --> 00:07:53.640 Let me give you a silly one. 112 00:07:53.640 --> 00:07:55.080 I wouldn't use this, but let's just 113 00:07:55.080 --> 00:07:57.200 say it's overused, OK? 114 00:07:57.200 --> 00:08:00.840 But lose 30 pounds in 30 days, OK? 115 00:08:00.840 --> 00:08:02.160 That's a transformation. 116 00:08:02.160 --> 00:08:04.720 That's a result. That's something everybody wants. 117 00:08:04.720 --> 00:08:06.560 That's why it's so overused, right? 118 00:08:06.560 --> 00:08:07.720 That would be the headline. 119 00:08:07.720 --> 00:08:11.840 Lose 30 pounds or release 30 pounds in 30 days. 120 00:08:11.840 --> 00:08:16.720 And then the subheadline could be for women experiencing 121 00:08:16.720 --> 00:08:19.080 weight gain during menopause. 122 00:08:19.080 --> 00:08:23.480 So they look at the value proposition, the result, 123 00:08:23.480 --> 00:08:25.760 and they go, oh, I really want that. 124 00:08:25.760 --> 00:08:29.360 And that should be, when you share your value proposition, 125 00:08:29.360 --> 00:08:31.880 your result, if you know your ideal client, 126 00:08:31.880 --> 00:08:33.360 that should be the response. 127 00:08:33.360 --> 00:08:35.760 They should say, oh, I really want that. 128 00:08:35.760 --> 00:08:37.400 I really desire that. 129 00:08:37.400 --> 00:08:41.200 And then that subheading, which is the niche, 130 00:08:41.200 --> 00:08:43.679 says, oh, she's a coach for me. 131 00:08:43.679 --> 00:08:44.760 She's a healer for me. 132 00:08:44.760 --> 00:08:47.880 She gets me because I'm in menopause. 133 00:08:47.880 --> 00:08:49.520 I'm gaining weight in menopause. 134 00:08:49.520 --> 00:08:51.760 So there's that connection like, yeah, 135 00:08:51.800 --> 00:08:56.080 she has what I offer, and she's the right one for me, OK? 136 00:08:56.080 --> 00:09:00.000 So that's the first, your who, and then your second, 137 00:09:00.000 --> 00:09:07.320 your what, your value proposition that you offer, OK? 138 00:09:07.320 --> 00:09:13.040 And then next is making your irresistible offer. 139 00:09:13.040 --> 00:09:14.680 So you've put the bait on the hook. 140 00:09:14.680 --> 00:09:16.120 You know what kind of fish. 141 00:09:16.120 --> 00:09:19.280 You know where that fish hangs out, 142 00:09:19.280 --> 00:09:21.200 which is super important, right? 143 00:09:21.200 --> 00:09:26.400 So like bass hang out in a lake under the bushes, right? 144 00:09:26.400 --> 00:09:28.480 Trout are like in moving streams. 145 00:09:28.480 --> 00:09:31.200 You might be fly fishing with a trout. 146 00:09:31.200 --> 00:09:33.200 Swordfish is in the ocean. 147 00:09:33.200 --> 00:09:34.880 So you're hanging out. 148 00:09:34.880 --> 00:09:37.400 You're going to the place where they are, 149 00:09:37.400 --> 00:09:40.760 which is another reason why you need a really clear niche 150 00:09:40.760 --> 00:09:42.760 so you know where they hang out. 151 00:09:42.760 --> 00:09:45.160 And you've put the bait on. 152 00:09:45.160 --> 00:09:49.080 And now you're going to go ahead and cast the line, 153 00:09:49.080 --> 00:09:51.920 and you're going to make an irresistible offer. 154 00:09:51.920 --> 00:09:56.120 That's the third part, making an irresistible offer. 155 00:09:56.120 --> 00:09:58.200 There's two parts, three parts to that. 156 00:09:58.200 --> 00:10:01.200 Making, you got to. 157 00:10:00.000 --> 00:10:01.920 put the line in the water. 158 00:10:01.920 --> 00:10:06.920 Most women, most coaches forget to give a clear offer. 159 00:10:07.480 --> 00:10:10.360 They talk, they build relationship, 160 00:10:10.360 --> 00:10:13.440 but they don't give a clear call to action. 161 00:10:13.440 --> 00:10:18.440 So making a clear, you know exactly what it is, 162 00:10:18.880 --> 00:10:23.880 an irresistible, irresistible offer, okay? 163 00:10:24.520 --> 00:10:27.640 So the offer is the call to action and irresistible, 164 00:10:27.640 --> 00:10:31.640 something that they really desire, okay? 165 00:10:31.640 --> 00:10:35.040 And this is something that just doesn't happen very often. 166 00:10:35.040 --> 00:10:39.200 A lot of times when I'm talking to new coaches 167 00:10:39.200 --> 00:10:41.520 or even coaches that have been in two, three, four, 168 00:10:41.520 --> 00:10:45.960 five years, and I say, do you have packages? 169 00:10:45.960 --> 00:10:48.960 Do you have irresistible offers as packages? 170 00:10:48.960 --> 00:10:53.960 And most coaches go, oh yeah, I've got two packages. 171 00:10:54.920 --> 00:10:59.320 One is a group, one is a one-on-one, 172 00:10:59.320 --> 00:11:04.320 and we meet twice a month and we meet for 60 minutes. 173 00:11:04.800 --> 00:11:09.800 And okay, that is not irresistible, why? 174 00:11:10.240 --> 00:11:14.040 Because you're focusing on features, 175 00:11:14.040 --> 00:11:16.840 not benefits, not results. 176 00:11:16.840 --> 00:11:20.200 So here's something I learned actually in sales. 177 00:11:20.200 --> 00:11:21.920 I learned it, I think, in network marketing, 178 00:11:21.920 --> 00:11:24.680 probably almost 30 years ago. 179 00:11:24.680 --> 00:11:29.000 And it goes like this, features tell. 180 00:11:29.920 --> 00:11:34.920 Benefits or stories, testimonials sell. 181 00:11:36.040 --> 00:11:39.760 So you really want to be focusing on the transformation, 182 00:11:39.760 --> 00:11:42.800 the benefit, the testimonies, okay? 183 00:11:42.800 --> 00:11:46.880 So features tell, they go to our head, 184 00:11:46.880 --> 00:11:49.800 they put us in an analytical mode, 185 00:11:49.800 --> 00:11:52.520 the outer part of the brain. 186 00:11:52.520 --> 00:11:54.200 So the response you're going to get 187 00:11:54.200 --> 00:11:55.480 is let me think about it. 188 00:11:55.480 --> 00:11:57.600 Never penetrates to the heart, 189 00:11:57.600 --> 00:12:00.800 never goes to the second level of the brain, 190 00:12:00.800 --> 00:12:03.560 the limbic system where your emotions are, 191 00:12:03.560 --> 00:12:05.840 which is where we make decisions. 192 00:12:05.840 --> 00:12:10.840 Remember this, we make decisions based on emotions 193 00:12:10.960 --> 00:12:14.440 and we justify based on logic. 194 00:12:14.440 --> 00:12:18.960 So which one, when you put that bait out there, 195 00:12:18.960 --> 00:12:23.320 is it irresistible and is it tapping into the heart 196 00:12:23.320 --> 00:12:24.800 and the emotional? 197 00:12:24.800 --> 00:12:29.800 So if I'm trying to catch a bass, let's say, 198 00:12:31.200 --> 00:12:35.960 and let's say that I decide I love strawberry shortcake, 199 00:12:35.960 --> 00:12:38.240 okay, love strawberry shortcake, 200 00:12:38.240 --> 00:12:41.360 a little bit of vegan whipped cream, yum, yum, yum. 201 00:12:41.360 --> 00:12:45.560 So I'm going to put strawberry shortcake onto my hook 202 00:12:45.560 --> 00:12:47.880 and I'm going to throw it where the bass hang out. 203 00:12:47.880 --> 00:12:50.920 How many bass do you think I'm going to catch? 204 00:12:50.920 --> 00:12:53.800 The answer, zero. 205 00:12:53.800 --> 00:12:54.640 Why? 206 00:12:54.640 --> 00:12:57.760 Bass don't really care about strawberry shortcake. 207 00:12:57.760 --> 00:13:02.360 Your average client doesn't really care about the features. 208 00:13:02.360 --> 00:13:04.800 That comes much, much later. 209 00:13:04.800 --> 00:13:08.520 What they care about is, can they help me? 210 00:13:09.440 --> 00:13:11.480 Will it work for me? 211 00:13:11.480 --> 00:13:16.240 Can I really get the transformation that I so desire? 212 00:13:16.240 --> 00:13:20.160 That's what makes your packages irresistible. 213 00:13:20.160 --> 00:13:23.760 So I like to think of a package when I'm making an offer, 214 00:13:23.760 --> 00:13:27.160 I like to think about a package like a Christmas package. 215 00:13:27.160 --> 00:13:30.480 Okay, I like to think about a beautiful package 216 00:13:30.480 --> 00:13:32.320 under the Christmas tree. 217 00:13:32.320 --> 00:13:36.840 And the bow is that value proposition. 218 00:13:36.840 --> 00:13:38.920 I mean, it is what I really want. 219 00:13:38.920 --> 00:13:40.280 That bow is so gorgeous, 220 00:13:40.280 --> 00:13:42.480 I'm going to grab that present first. 221 00:13:42.480 --> 00:13:44.840 And then when I open the present, 222 00:13:45.840 --> 00:13:48.440 what's listed in there is not features. 223 00:13:48.440 --> 00:13:50.360 What's in that package, 224 00:13:50.360 --> 00:13:53.000 I like to think of it like a girlfriend gift, right? 225 00:13:53.000 --> 00:13:55.320 I'm sure you've all gotten a girlfriend gift 226 00:13:55.320 --> 00:13:58.960 and it's got like a journal and a candle 227 00:13:58.960 --> 00:14:00.440 that smells so, so good. 228 00:14:00.440 --> 00:14:02.400 Maybe a beautiful pen. 229 00:14:02.400 --> 00:14:04.680 I don't know, maybe some little fufu, 230 00:14:04.680 --> 00:14:07.120 but it's not even just one gift. 231 00:14:07.120 --> 00:14:09.160 It's four or five, six gifts in there. 232 00:14:09.160 --> 00:14:10.880 And they're all so beautiful 233 00:14:10.880 --> 00:14:14.160 and touching and personalized, right? 234 00:14:14.240 --> 00:14:16.680 That's how you want to make your package. 235 00:14:16.680 --> 00:14:18.840 Your package wants to just include 236 00:14:18.840 --> 00:14:22.360 each of the things that they really desire, okay? 237 00:14:22.360 --> 00:14:23.640 So hopefully that helps you. 238 00:14:23.640 --> 00:14:28.440 That's the bait, that's the irresistible offer. 239 00:14:28.440 --> 00:14:33.440 Okay, next thing is the right strategy. 240 00:14:33.640 --> 00:14:35.760 Now this is super big. 241 00:14:35.760 --> 00:14:38.520 One strategy doesn't fit all. 242 00:14:38.520 --> 00:14:42.800 So for example, if I'm going for a trout when I'm fishing, 243 00:14:42.800 --> 00:14:45.400 it's very often, it's a fast moving river, 244 00:14:45.400 --> 00:14:46.840 fly fishing, right? 245 00:14:46.840 --> 00:14:48.800 We got to keep that moving 246 00:14:48.800 --> 00:14:50.640 because the trout are going to jump up 247 00:14:50.640 --> 00:14:52.560 and it looks like flies on the water 248 00:14:52.560 --> 00:14:54.240 and the way that they eat. 249 00:14:54.240 --> 00:14:58.000 And that's something I want you to think about. 250 00:14:58.000 --> 00:15:00.040 How do they normally, what are they? 251 00:15:00.000 --> 00:15:05.600 Where do they hang out? What are they looking for? What do they normally consume, right? And so you 252 00:15:05.600 --> 00:15:12.800 wouldn't put in a moving river, you wouldn't put like a heavy weight and just throw it down and let 253 00:15:12.800 --> 00:15:20.240 it be underneath the rocks. That's the wrong strategy. I could sit there with a heavy anchored 254 00:15:20.240 --> 00:15:27.040 hook in a river all day long and I might get a crayfish or something, but I'm not going to get 255 00:15:27.040 --> 00:15:32.080 the trout. The trout are moving, they're swimming and they're jumping up and they're grabbing for 256 00:15:32.080 --> 00:15:40.400 flies and mosquitoes and all of that and that's why the strategy of fly fishing works. So how does 257 00:15:40.400 --> 00:15:47.680 that apply to when you're coaching and you're wanting to attract or you're a healer or you're 258 00:15:47.680 --> 00:15:54.880 in network marketing, how are you attracting your ideal client? What strategy are you using? 259 00:15:55.840 --> 00:16:04.400 So I've seen two big mistakes when it comes to strategy, when it comes to attracting your ideal 260 00:16:04.400 --> 00:16:12.000 client. Two big mistakes, okay? The first big mistake, which is the most common, is constantly 261 00:16:12.000 --> 00:16:17.920 changing strategies. So in fishing, that would be like putting the weight on, putting it under the 262 00:16:17.920 --> 00:16:23.280 rocks. Okay, that doesn't work. Put a bobber on, put it over there. Okay, that doesn't work. And 263 00:16:23.280 --> 00:16:30.240 they're changing strategies. And in the coaching world, in the consulting healing world, what that 264 00:16:30.240 --> 00:16:38.480 looks like is I watch a guru and they say podcasting is where it's at. So I focus on a podcast 265 00:16:38.480 --> 00:16:43.520 and they say, no, no, another guru says, no, no, you got to do a challenge. So I go over and I start 266 00:16:43.520 --> 00:16:48.080 working on a challenge and my podcasting kind of falls by the wayside and the other says, no, no, 267 00:16:48.080 --> 00:16:54.240 no, you got to have a book. Book is the way. One book to a million. And so it's, oh my goodness, I 268 00:16:54.240 --> 00:16:59.920 got to get risky. And the other one says, no, no, no, it's all about email marketing. And the other 269 00:16:59.920 --> 00:17:05.760 one says, no, no, no, no, it's social media. Just show up on social media every single day. And so 270 00:17:05.760 --> 00:17:12.240 chances are you bounced around. And what I find is coaches are juggling so many balls and they're 271 00:17:12.240 --> 00:17:16.319 trying to be a social media expert and they're trying to be a copywriter and they're trying to 272 00:17:16.319 --> 00:17:21.440 juggle all these things and they're changing their strategy so often they never get results 273 00:17:21.440 --> 00:17:26.800 in any of them. That mistake is so common. If I told you how many times I heard it a hundred times, 274 00:17:26.800 --> 00:17:35.920 a thousand times, you don't get clients that way. Consistency creates momentum. Consistency, you must 275 00:17:35.920 --> 00:17:45.120 have a consistent strategy. Now, the other extreme is to continue the same strategy that doesn't work 276 00:17:45.840 --> 00:17:51.520 month in, month out, month in, month out. I've had people that a coach has told them to do something 277 00:17:51.520 --> 00:17:58.240 which was very out of alignment with their nature. This business needs to be fun. It needs to be in 278 00:17:58.240 --> 00:18:06.240 alignment with who you are. Some people love social media. They eat it up. Other people 279 00:18:06.800 --> 00:18:11.840 just can't stand it. And yet their coach tells them you got to be on social media. 280 00:18:12.800 --> 00:18:17.360 Show up every day. Show up. Show up on social media. Post every day. Post, post, post. 281 00:18:18.480 --> 00:18:25.600 Do a live every single day. And they do that month in, month out, and they stay with the same 282 00:18:25.600 --> 00:18:30.400 strategy one month, three months, six months. At the end of a year, they're getting discouraged. 283 00:18:30.400 --> 00:18:37.760 They still have no clients. Well, that's two things probably going on. Number one, the strategy 284 00:18:37.760 --> 00:18:45.440 probably doesn't match who they are as a person. And number two, I have found, I have studied the 285 00:18:45.440 --> 00:18:53.440 reports for the last 10, 11 years of what converts. In other words, brings a client that actually 286 00:18:53.440 --> 00:19:00.880 gives you money and signs up, enrolls to work with you. What works? Social media is always at the 287 00:19:00.880 --> 00:19:07.040 bottom of the list. So social media is great for building relationships and connecting, but I want 288 00:19:07.040 --> 00:19:14.080 to remind you with social media, you don't own it. You're renting space. And who gets to see? So for 289 00:19:14.080 --> 00:19:19.040 example, in my personal page, I got a lot of pages, but in my personal page, let's say I got 5,000 290 00:19:19.040 --> 00:19:26.640 clients. It's the max you can have. I put out a post. It doesn't mean 5,000 people are going to see it. 291 00:19:26.640 --> 00:19:34.160 It depends what the algorithms decide how valuable this is. And that depends how fast people react, 292 00:19:34.160 --> 00:19:40.080 how much engagement, it depends on a lot of things. So I may put out a brilliant post to 293 00:19:40.080 --> 00:19:47.680 5,000 people or on all my pages to 50,000, whatever, and 20 may actually see it. 294 00:19:48.320 --> 00:19:53.840 You're renting space, you don't control, you can get banned, shadow banned, you do not control. 295 00:19:53.840 --> 00:19:59.840 So as quickly as possible, you want to get off social media and that relationship and either onto 296 00:20:00.000 --> 00:20:09.360 your email list or onto a phone call or something in a way that you have control of. 297 00:20:09.360 --> 00:20:13.240 You can't shadow ban that. 298 00:20:13.240 --> 00:20:18.640 So this is really important in strategy, is finding one that really aligns and one that 299 00:20:18.640 --> 00:20:20.020 really works. 300 00:20:20.020 --> 00:20:24.160 This is something I really teach when I do a breakthrough intensive. 301 00:20:24.160 --> 00:20:30.840 So right strategy for the right fish with the right bait and you're going to have more 302 00:20:30.840 --> 00:20:31.840 success. 303 00:20:31.840 --> 00:20:38.340 Okay, then we get into the art of connecting. 304 00:20:38.340 --> 00:20:41.440 Now this is super important. 305 00:20:41.440 --> 00:20:51.760 I want you to understand in connecting a concept that I learned years ago, which is stage selling, 306 00:20:51.760 --> 00:20:53.520 stage selling. 307 00:20:53.520 --> 00:20:58.440 So let me get out of the fishing analogy for a second. 308 00:20:58.440 --> 00:21:01.480 And although we could use it, let's do it with the fishing. 309 00:21:01.480 --> 00:21:08.240 Okay, so I put the line out there and I feel a little nibble and I jerk it as fast as I 310 00:21:08.240 --> 00:21:13.600 can and I jerk the whole thing flies out into the air and there's no fish on there. 311 00:21:13.600 --> 00:21:14.600 Okay. 312 00:21:14.600 --> 00:21:20.480 Another metaphor, non fishing metaphor would be you're sitting in a coffee shop and having 313 00:21:20.480 --> 00:21:23.360 a cup of coffee or tea or whatever you drink. 314 00:21:23.360 --> 00:21:29.160 And this man sits next to you and he's reasonable looking and he starts a conversation with 315 00:21:29.160 --> 00:21:34.280 you and you've been in about a five minute conversation and he pulls out a box out of 316 00:21:34.280 --> 00:21:35.280 his pocket. 317 00:21:35.280 --> 00:21:40.360 It's a diamond ring and he looks at you and he says, will you marry me? 318 00:21:40.360 --> 00:21:43.520 Now chances are the answer is no. 319 00:21:43.520 --> 00:21:48.480 Not only is it no, but you're like, want to get away from this guy as fast as you can. 320 00:21:48.480 --> 00:21:49.480 Right? 321 00:21:49.480 --> 00:21:51.320 You've been with this guy, you've known him five minutes. 322 00:21:51.320 --> 00:21:52.700 You have no rapport. 323 00:21:52.700 --> 00:21:57.600 He knows nothing about you and he's jumping to asking you to marry him. 324 00:21:57.600 --> 00:21:58.600 Okay. 325 00:21:58.600 --> 00:22:00.880 Uh, now change that a little bit. 326 00:22:00.880 --> 00:22:02.280 He sits next to you. 327 00:22:02.280 --> 00:22:03.280 He listens. 328 00:22:03.280 --> 00:22:04.280 He asks questions. 329 00:22:04.280 --> 00:22:06.500 You find so many things in common. 330 00:22:06.500 --> 00:22:08.760 You build, you know, you know, like, and trust. 331 00:22:08.760 --> 00:22:09.760 You build some rapport. 332 00:22:09.760 --> 00:22:12.520 He says, I've enjoyed this conversation so much. 333 00:22:12.520 --> 00:22:14.860 Can I take you out to dinner? 334 00:22:14.860 --> 00:22:20.300 And you say, yes, stage selling, not ask you to marry, ask you to dinner. 335 00:22:20.300 --> 00:22:21.300 You go to dinner. 336 00:22:21.300 --> 00:22:23.180 You have a wonderful time. 337 00:22:23.180 --> 00:22:26.180 You connect even more, build more relationship. 338 00:22:26.180 --> 00:22:28.260 He says, this has been amazing. 339 00:22:28.260 --> 00:22:32.380 Can I take you on a day trip to the beach or whatever? 340 00:22:32.380 --> 00:22:39.580 And this progresses, okay, now, you know, six months passes and opens the ring and you're 341 00:22:39.580 --> 00:22:42.100 like, ah, okay. 342 00:22:42.100 --> 00:22:46.860 So the same thing happens as you're going for your ideal client. 343 00:22:46.860 --> 00:22:51.420 So many people, like they barely meet and they're like, here's my program. 344 00:22:51.420 --> 00:22:53.140 You want to join my program? 345 00:22:53.140 --> 00:22:54.140 Okay. 346 00:22:54.140 --> 00:22:59.900 And so stage selling, the first step is to know, like, and trust. 347 00:22:59.900 --> 00:23:02.900 The next step is to really identify their needs. 348 00:23:02.900 --> 00:23:07.380 You've gotten to know what their needs, their desires, their pains, then the next step, 349 00:23:07.380 --> 00:23:11.620 you can go into the benefits and the results that you have. 350 00:23:12.140 --> 00:23:16.380 And then you can make a call to action and out of that call to action, there's probably 351 00:23:16.380 --> 00:23:21.700 going to be some objections and you can answer those and you can do that elegant dance until 352 00:23:21.700 --> 00:23:23.780 they're ready to work with you. 353 00:23:23.780 --> 00:23:27.740 And if not, it goes into follow up. 354 00:23:27.740 --> 00:23:34.700 So it's all about creating trust and rapport and stage building relationships. 355 00:23:34.700 --> 00:23:35.700 Okay. 356 00:23:35.700 --> 00:23:41.100 And, um, so that takes me to follow up. 357 00:23:41.580 --> 00:23:42.580 That's the final one. 358 00:23:42.580 --> 00:23:50.460 Um, and by the way, for the sales, successful sales conversation, I do a three hour master 359 00:23:50.460 --> 00:23:58.260 class and a two hour encore Q and a, you can find that at brenda byers.com forward slash 360 00:23:58.260 --> 00:24:03.860 successful dash sales dash conversation. 361 00:24:03.860 --> 00:24:08.500 And, um, if you're a prosper leader member, of course, all my master classes are free. 362 00:24:08.500 --> 00:24:09.500 Okay. 363 00:24:09.500 --> 00:24:12.780 So let's talk about follow-up follow-up. 364 00:24:12.780 --> 00:24:16.340 The fortune is in the follow-up. 365 00:24:16.340 --> 00:24:22.020 I have a masterclass by the same name, same thing, brenda byers.com forward slash fortune 366 00:24:22.020 --> 00:24:24.300 dash follow dash up. 367 00:24:24.300 --> 00:24:25.300 Okay. 368 00:24:25.300 --> 00:24:30.860 The fortune is in the follow-up because most people are not going to say yes and purchase 369 00:24:30.860 --> 00:24:34.140 on the first, uh, connection with you. 370 00:24:34.140 --> 00:24:35.140 Okay. 371 00:24:35.140 --> 00:24:38.860 Uh, the average is eight to 12 touches. 372 00:24:39.220 --> 00:24:41.500 So here's the amazing thing. 373 00:24:41.500 --> 00:24:50.300 Um, very few coaches healers go beyond the third follow-up very few, like less than 10%. 374 00:24:50.300 --> 00:24:52.300 They give up after the third follow-up. 375 00:24:52.300 --> 00:24:53.780 They don't want to be pesky. 376 00:24:53.780 --> 00:24:55.420 They feel they're bothering. 377 00:24:55.420 --> 00:24:57.740 They figured the other person's not interested. 378 00:24:57.740 --> 00:24:59.540 It's already been three follow-ups. 379 00:25:00.000 --> 00:25:03.080 And yet the average person is gonna purchase 380 00:25:03.080 --> 00:25:04.880 between eight and 12. 381 00:25:04.880 --> 00:25:07.800 So that means the gold mine of prospects 382 00:25:07.800 --> 00:25:10.520 are going to the 10%, that follow-up. 383 00:25:10.520 --> 00:25:13.040 That's where 90% of the sales are happening 384 00:25:13.040 --> 00:25:17.040 and only 10% of the people are hanging out. 385 00:25:17.040 --> 00:25:20.920 So the fortune is in the follow-up, okay? 386 00:25:20.920 --> 00:25:24.280 And so that means sticking around long enough. 387 00:25:24.280 --> 00:25:26.040 You know, if you drop a line, 388 00:25:26.040 --> 00:25:28.360 a true fisherman will stay in that place 389 00:25:28.400 --> 00:25:31.600 for a long time until they get the fish. 390 00:25:31.600 --> 00:25:33.400 And they'll keep refreshing the bait. 391 00:25:33.400 --> 00:25:36.680 They'll move a little bit, this side, that side, 392 00:25:36.680 --> 00:25:39.040 you know, go deeper, go a little more shallow, 393 00:25:39.040 --> 00:25:43.800 go under the bushes, like they will stay in and follow up. 394 00:25:43.800 --> 00:25:45.420 And so for me, for follow-up, 395 00:25:45.420 --> 00:25:47.760 I call it the cord of three strands 396 00:25:47.760 --> 00:25:49.880 that cannot be broken, okay? 397 00:25:49.880 --> 00:25:53.000 When I follow up, I use phone and text, 398 00:25:53.000 --> 00:25:54.840 which is the most effective, okay? 399 00:25:54.840 --> 00:25:56.700 You're most likely going to get a sale 400 00:25:56.700 --> 00:25:58.780 if you're talking on the phone. 401 00:25:58.780 --> 00:26:00.660 Texting is the most answered. 402 00:26:00.660 --> 00:26:03.380 So the first part of the cord of three strands 403 00:26:03.380 --> 00:26:05.180 is phone and text. 404 00:26:05.180 --> 00:26:07.620 The second part is email. 405 00:26:07.620 --> 00:26:09.220 People think email is dead. 406 00:26:09.220 --> 00:26:10.060 No, no, no. 407 00:26:10.060 --> 00:26:12.760 The highest percentage of sales comes from email. 408 00:26:12.760 --> 00:26:16.180 So having a consistent nurture sequence. 409 00:26:16.180 --> 00:26:20.940 I email immediately, usually within hours, 410 00:26:20.940 --> 00:26:23.540 but no more than 24 hours from the time 411 00:26:23.540 --> 00:26:25.660 that I have a conversation with someone. 412 00:26:25.660 --> 00:26:27.900 I mean, email immediately. 413 00:26:27.900 --> 00:26:30.620 And then again, on the third day, the seventh day, 414 00:26:30.620 --> 00:26:34.420 the 14th day, once a week during the first month, 415 00:26:34.420 --> 00:26:37.340 and then no less than once a month after that. 416 00:26:37.340 --> 00:26:41.820 So email and then social media, okay? 417 00:26:41.820 --> 00:26:43.740 And I'll reach out, instant message, 418 00:26:43.740 --> 00:26:46.280 posting, doing different things on social media. 419 00:26:46.280 --> 00:26:47.960 So cord of three strands. 420 00:26:47.960 --> 00:26:50.780 So follow-up, follow-up, follow-up. 421 00:26:50.780 --> 00:26:53.620 The fortune is absolutely in the follow-up. 422 00:26:53.620 --> 00:26:58.540 Majority of the money that I've ever made in coaching 423 00:26:58.540 --> 00:27:01.900 has been absolutely by following up, 424 00:27:01.900 --> 00:27:04.060 not on the first call, okay? 425 00:27:04.060 --> 00:27:09.060 So hopefully that has given you some good things 426 00:27:09.180 --> 00:27:12.260 to think about attracting your ideal client. 427 00:27:12.260 --> 00:27:15.500 Who are you reaching out to? 428 00:27:15.500 --> 00:27:16.640 What do they really need? 429 00:27:16.640 --> 00:27:18.060 What do they really desire? 430 00:27:18.060 --> 00:27:22.560 What's the value proposition that you can bring? 431 00:27:22.600 --> 00:27:24.480 What is the strategy? 432 00:27:24.480 --> 00:27:28.680 Are you connecting and are you following up? 433 00:27:28.680 --> 00:27:30.640 I pray this blesses you. 434 00:27:30.640 --> 00:27:35.120 I pray that you prosper in every way. 435 00:27:35.120 --> 00:27:39.520 Just remember, you are a fisher of men. 436 00:27:39.520 --> 00:27:44.520 We're called to take the gifts that God has given us 437 00:27:44.520 --> 00:27:46.260 and release those gifts. 438 00:27:46.260 --> 00:27:49.360 And I'm gonna share one final tip that's super important. 439 00:27:49.360 --> 00:27:53.320 And that has to do with our mindset, our mindset. 440 00:27:53.320 --> 00:27:57.240 If you are coming from a mindset of, I need to get clients, 441 00:27:57.240 --> 00:28:00.000 I need to get more money, I need to get, 442 00:28:00.000 --> 00:28:02.400 in other words, I lack, I lack, I lack, 443 00:28:02.400 --> 00:28:04.600 I need to get, I need to get, 444 00:28:04.600 --> 00:28:07.420 you're not going to fare very well. 445 00:28:07.420 --> 00:28:10.600 Because whatever we focus on expands, first of all. 446 00:28:10.600 --> 00:28:12.240 And if you're focused on getting, 447 00:28:12.240 --> 00:28:17.240 your eyes are on you and they're not on the client. 448 00:28:17.440 --> 00:28:20.440 If you're focused instead of knowing 449 00:28:20.440 --> 00:28:24.060 that rivers of living water flow out of your belly, 450 00:28:24.060 --> 00:28:27.800 like the Bible says, that you are the container of God, 451 00:28:27.800 --> 00:28:29.720 you're the temple of the Holy Spirit, 452 00:28:29.720 --> 00:28:32.680 that you lack nothing, you have the mind of Christ, 453 00:28:32.680 --> 00:28:36.360 you have power and authority, you lack absolutely nothing. 454 00:28:36.360 --> 00:28:39.800 You have every good and perfect gift has been given to you. 455 00:28:39.800 --> 00:28:42.020 And so instead of coming from a place of lack, 456 00:28:42.020 --> 00:28:45.400 we come from a place of compassion and generosity. 457 00:28:45.400 --> 00:28:49.280 And so we come from a place of serving, okay? 458 00:28:49.280 --> 00:28:51.980 And good selling equals good service. 459 00:28:51.980 --> 00:28:54.960 You're serving, you're meeting needs. 460 00:28:54.960 --> 00:28:58.280 And I think about Jesus when he said, 461 00:28:58.280 --> 00:29:02.120 come unto me all you that are heavy laden 462 00:29:02.120 --> 00:29:04.600 and I will give you rest. 463 00:29:04.600 --> 00:29:06.440 He knew his client, right? 464 00:29:06.440 --> 00:29:09.000 They were under Roman oppression. 465 00:29:09.000 --> 00:29:12.720 They were tired, they were weary, they had a heavy yoke. 466 00:29:12.720 --> 00:29:16.600 He said, take my yoke, my yoke is light and easy. 467 00:29:16.600 --> 00:29:20.080 So Jesus knew where they lived 468 00:29:20.080 --> 00:29:21.640 and what they were struggling with. 469 00:29:21.640 --> 00:29:24.760 They were oppressed, they were weary, they were tired, 470 00:29:24.760 --> 00:29:26.240 they were heavy laden. 471 00:29:26.240 --> 00:29:29.000 He spoke to his ideal client 472 00:29:29.000 --> 00:29:32.120 and he gave a powerful value proposition. 473 00:29:32.120 --> 00:29:35.600 He said, I will give you rest. 474 00:29:35.600 --> 00:29:39.280 And then he went about, it says, healing all doing good. 475 00:29:39.280 --> 00:29:41.340 He met their needs first. 476 00:29:41.340 --> 00:29:43.820 He didn't just go, you need a spiritual change. 477 00:29:43.820 --> 00:29:46.820 You'd better snap up, get in church, get in the synagogue, 478 00:29:46.820 --> 00:29:47.660 do what you gotta do. 479 00:29:47.660 --> 00:29:48.740 No, no, no. 480 00:29:48.740 --> 00:29:51.980 If they were hungry, he fed them, right? 481 00:29:51.980 --> 00:29:54.980 If they were sick, he healed them. 482 00:29:54.980 --> 00:29:59.060 If they were just discouraged and dismayed, 483 00:29:59.060 --> 00:30:00.460 he raised them up. 484 00:30:00.000 --> 00:30:08.080 them up. He said, I'm the lifter of your head. He brought hope where they were discouraged. 485 00:30:08.080 --> 00:30:13.680 You see, he reached out and he took from within him, even though he was going through hard times 486 00:30:13.680 --> 00:30:21.920 himself, his eyes were not on himself. It was about releasing the gifts that are in us. And so 487 00:30:21.920 --> 00:30:29.680 I pray that that reminds you, you already are rich. You already are abundant. You already have so much. 488 00:30:29.680 --> 00:30:36.880 Most of you have invested a lot in your experiences, in the lessons that you learned, in the 489 00:30:36.880 --> 00:30:43.440 education, in the books that you've read, in the coaching that you've gotten. You already have this 490 00:30:43.440 --> 00:30:52.240 in you. You don't lack. And so come from that place of releasing what's already in you to change 491 00:30:52.320 --> 00:31:00.560 lives. Not from a place of getting and lack, but a place of giving. And I know that the promise, 492 00:31:01.120 --> 00:31:08.960 give and it shall be given unto you. Press down, shaken together, overflowing. I know that'll be 493 00:31:08.960 --> 00:31:16.880 true for you as well. So I pray this has blessed you and we'll see you again next time. We're 494 00:31:16.880 --> 00:31:20.720 going to go into the mastermind now.